Distribution Management Glossary

A distribution management glossary is a reference dictionary of the terminology used in sales and distribution operations, covering order management, trade schemes, logistics, GST compliance, and the organizational roles that make up a typical Indian FMCG or dairy distribution network. It helps new team members, distributors, and partners speak the same language.

These three metrics are the foundation of field-force productivity in India. Beat plan defines where salespeople go, PJP makes that schedule permanent, and productive call measures how many visits actually convert into orders. Together they tell you whether your sales team is doing the right things in the right places.

GST introduces HSN codes, GSTINs, e-invoicing with IRN, e-way bills for inter-state movement, and TCS thresholds. Every invoice, credit note, and dispatch in a compliant distribution workflow must carry the correct GST treatment, which is why modern distribution platforms build these rules in natively rather than bolting them on later.

Primary sales is the sale from brand to distributor, what the brand books as revenue. Secondary sales is the sale from distributor to retailer, the real indicator of consumer demand. A healthy distribution channel keeps primary and secondary roughly in balance; a widening gap means stock is piling up and returns are coming.

SpireStock serves dairy, FMCG, beverages, bakery, fresh produce, and consumer goods, and this glossary reflects all of them. Most terms are universal across categories; a few are specific to perishables or cold chain. Each term entry lists the industries it applies to.